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Sales Strategy

  • Leveraging Behavioral Intelligence to Grow & Scale Teams
    Leveraging Behavioral Intelligence to Grow & Scale Teams
    Mary Grothe, The Sales Behavioral Quotient Expert Recorded: Jan 24 2020 37 mins
    Some sales reps have the knowledge and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. BQ is fueled by thoughts, which turn into feelings, which dictate actions, and result in performance. BQ is what determines a rep’s success. This session discusses how to fuel BQ.

    You will learn:

    1. The top 10 knowledge and human-based skills that reps must have to become top performers.
    2. The 3 motivational styles and how each fuels BQ; altruistic, intrinsic, and extrinsic.
    A breakdown of BQ, how to benchmark yourself, identify the gaps, and make a plan for success.
  • Aligning Sales & Marketing: How Salesforce Uses Pardot
    Aligning Sales & Marketing: How Salesforce Uses Pardot
    Daniel Yamoah, Pardot Specialist. Denis Hoogweg, Pardot Solution Engineer Recorded: Jan 23 2020 44 mins
    Alignment between Sales and Marketing is potentially the largest opportunity for improving business performance today. When sales and marketing teams unite around a single revenue cycle, they dramatically improve sales productivity, marketing ROI and, most importantly, top-line growth.

    Join this Webinar to hear how the Pardot marketing team used Pardot's B2B Marketing Automation platform + Salesforce Engage to put the power of marketing automation in the hands of our sales reps.

    During this live webinar you will learn:

    How to create marketing-approved sales campaigns that will generate more leads
    Close more deals and maximise ROI
    Achieve sales and marketing alignment
  • Building Your 2020 Sales Plan for Professional Services
    Building Your 2020 Sales Plan for Professional Services
    Amy Franko, The Strategic Sales Expert Recorded: Jan 20 2020 43 mins
    Spend a day in the life of top sellers or business developers, and you’ll likely find a common theme. They invest their time in the right prospects, clients, and sales activities. Your sales productivity becomes even more important in professional services, where you’re balancing business development with client delivery.

    How do you determine which prospects, clients, and sales activities to invest in? What will move your book of business, practice, or sales territory forward most quickly? Having the right sales plan will get you there.

    In this session, you’ll learn:

    1.The sales plan elements you need to focus on that will grow your book of business, sales territory, or practice.
    2.How to successfully choose verticals and become known (Even if you work within a defined territory or practice.)
    3.The activities that will keep your sales plan from gathering digital dust.
  • The Ultimate Sales Experience: The Customer Journey
    The Ultimate Sales Experience: The Customer Journey
    Melissa Madian, The Sales Experience Expert Recorded: Jan 16 2020 45 mins
    The terms Sales Enablement and Customer Experience are super trendy right now... but how do you practically apply them to your business to achieve revenue growth? In this session, Melissa Madian will be joined by the Founder of DesiredPath, Kia Puhm, to provide some real talk on common mistakes made in your customer’s journey, how to combat them, and how to enable your sales functions to create a fabulous customer experience.

    You will learn:

    1.What mistakes you are making in your customer’s journey.
    2.How to easily avoid those mistakes by getting into the head of the customer.
    3.How to create situational awareness for your revenue-generating functions.
  • Predictions 2020: IoT, Cloud and AI Tilt the Digital Industry Playing Field
    Predictions 2020: IoT, Cloud and AI Tilt the Digital Industry Playing Field
    Leif Eriksen, Insights Partner, Momenta Partners Recorded: Jan 16 2020 61 mins
    Digital Industry is fundamentally altering the dynamics of the industrial and infrastructure sectors. The rapid development of digital innovations – most notably the Internet of Things (IoT), cloud, and artificial intelligence (AI) – is radically redefining what is operationally possible while creating a great deal of organizational uncertainty and stress. Becoming defensive in the face of digital disruption will only delay the reckoning. The best strategy is to get ahead of the curve by creating a Digital Industry strategy that reflects the changes coming to your industry.

    Join leading Digital Industry practitioners as they help you understand the latest digital innovations and what they mean for organizations in the energy, manufacturing, transportation, and infrastructure arenas.

    Insights Partner Leif Eriksen will be moderating a roundtable discussion with other thought leaders including David Lafferty, President at Scientific Technical Services and Doug Harp, PE, Managing Partner at Momenta Partners.

    2020 will be a pivotal year for Digital Industry and understanding what it means for you, your organization, and your industry is critical to success.

    Are you ready?
  • Watch Your Sales Language: What To Say & Avoid In Emails & Online
    Watch Your Sales Language: What To Say & Avoid In Emails & Online
    Liz Wendling, The Authentic Selling Expert Recorded: Jan 16 2020 40 mins
    Are you frustrated with sending emails that don't get a response? Do you feel like your messages are not hitting the mark or landing with impact?
    In this new webinar, Liz Wendling will help you to identify the sales language that generates interest versus creating resistance. You will understand the importance of language and learn why what you say and how you say it matters more today than ever before. You will have what you need to craft messages that get a response.
    Takeaways:
    • Understand how specific language either pulls people into you or pushes people away.
    • Discover the phrases that suck the power out of your communication and weaken your message.
    • Identify that predictable language that causes people to trust you, buy from you, follow you, listen to you, or dismiss you.
  • NETWORKING: Building Your Connected Business Community
    NETWORKING: Building Your Connected Business Community
    Chad Meyer, Co-Founder & EVP Sales Xceleration Recorded: Jan 14 2020 57 mins
    Learn best practices for networking to build and grow your business contacts. You will learn how great salespeople build out their connections to support their sales process.
  • The Whale Hunters Expert Series: Your One-Page Strategic Plan
    The Whale Hunters Expert Series: Your One-Page Strategic Plan
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jan 14 2020 22 mins
    The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.

    This episode features Laura Posey, Chief Instigator of Simple Success Plans. Laura invented the One-Page Strategic Plan, an awesome plan that literally fits on one sheet of paper and covers a whole year. It will change the way you plan, increase your revenue, and make your planning become an active, daily map to guide decision-making in all areas of the business:

    You will learn:

    1. Why strategic planning is a barrier to so many business owners.
    2. The 3 questions that you need to ask to guarantee you hit your goals in 2020?
    3. The four things you must do each day to achieve BIG goals.
    4. The 5 steps to a perfect one-page plan.
    5. How to make your strategic plan useful for every-day sales decisions.
  • Powerful Strategies to Build Long-Term Executive Relationships
    Powerful Strategies to Build Long-Term Executive Relationships
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Jan 14 2020 37 mins
    Do you know what executive relationships are needed to land your largest prospect? Have you engaged the full account team to create your strategy for accessing and cultivating your executive sponsor in the most effective way? Is your executive engagement plan working?

    You will learn:

    1.The steps associated with building a powerful executive sponsor strategy
    2.The proven tools that account teams can use to engage senior leaders
    3.Why on-going relationship mapping is a fundamental element for your biggest account opportunities
    4.The benefits you can expect from a solid executive cultivation plan
  • Supercharge the Productivity of your Inside Sales Teams
    Supercharge the Productivity of your Inside Sales Teams
    Hannah Kundra and Niccolo Zapponi, Senior Solution Engineer Salesforce Recorded: Jan 14 2020 28 mins
    Salespeople today spend more time selling in front of a computer screen than in person. Research also shows that inside sales roles are growing 15 times faster than field sales roles.

    That means it’s more important than ever for companies to stay ahead of the curve with their teams and their technology. The most effective Inside Sales teams know how to collaborate seamlessly across teams and operationalise their step-by-step sales guides and best practices.

    Join this webinar to find out how you can accelerate virtual selling by arming your Inside Sales teams with:

    1 - Insights on how to prospect smarter and faster
    2 - Integrated tools to eliminate busywork and wasteful admin time
    3 - New levels of best-practice automation for scalable & repeatable success
  • Getting Started with Conversational Artificial Intelligence
    Getting Started with Conversational Artificial Intelligence
    Artificial Solutions: Chris Tew, VP APAC & Alexander Hoffmann, Presales Engineer Recorded: Jan 14 2020 45 mins
    What's Conversational AI and how can it transform my business? How do I get started?

    Conversational AI is changing the way people interact with technology. From speech enabled interfaces, through to intelligent virtual assistants and chatbots, it’s becoming increasingly apparent that customers are looking for a more humanlike, natural experience. But creating this type of experience requires more than just simple slot-filling chatbot technology, where users are expected to speak or text in formulaic, rigidly structured commands. Customers want to converse using their own words, phrases and terminology, and expect an intelligent response.

    From answering a simple billing query or booking a reservation, to delivering advice on complex topics, an intelligent conversational interface lets your customer ask for exactly what they want to know.

    Join Chris Tew, VP Sales Asia Pacific for Artificial Solutions as he discusses how companies can get started on their digital transformation and conversational AI journey today. Then, Alexander Hoffmann, Presales Engineer for Artificial Solutions will live demo a Teneo built solution.
  • Mobilytix(TM) IRIS: Empowering Telecom Retailers
    Mobilytix(TM) IRIS: Empowering Telecom Retailers
    Amit Sanyal and Chandan Tripathy Recorded: Jan 13 2020 23 mins
    An overview of how the MobiLytix(TM) IRIS offering unifies the retailer and customer's journey
  • The Best Assessment Tools for Boosting Team Effectiveness
    The Best Assessment Tools for Boosting Team Effectiveness
    Deb Calvert Recorded: Jan 7 2020 47 mins
    So many to choose from! But which one is best? Which assessment tool will meet the needs of YOUR team?

    In this webinar, you'll learn about:
    - the various types of assessments most often used for building team effectiveness and strengthening collaboration.
    -- How do identify the type of assessment your team needs
    -- Best practices for using a team assessment instrument
    -- What to do after the assessment for maximum impact

    I'll also share my favorites and explain why I like them and what I've seen them do. After all, you want results (not just a fun workshop), right?

    Bonus giveaways will include discounts on an assessment you may not have heard about yet. It's a powerful one that everyone who's part of a team should consider!
  • Create A Culture of Business Acumen for Large Account Sellers
    Create A Culture of Business Acumen for Large Account Sellers
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Dec 20 2019 38 mins
    Part #12 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    The most successful large account sellers have a kind of secret sauce that’s very hard to come by. In fact, it undergirds almost everything I’ve discussed throughout this series. I’m calling it “business acumen” or “business sense.” It’s a general awareness of how companies make money, what’s going on in the commercial world, how their products and services work in many different environments and industries, what’s new and what’s on the horizon in many different fields. This webinar is about how you can foster that kind of attitude and curiosity in the sales culture of your company.
    You will learn:
    1. How to grow a sales team of specialists and generalists
    2. Lead your team in “looking around.”
    3. How to involve your company leaders in a business acumen culture.
    4. Sales training activities to develop insightful large account sales execs.
    5. Series summary
  • Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year
    Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year
    Steven Rosen Recorded: Dec 19 2019 40 mins
    Sales Management Experts Steven Rosen and Mike Weinberg discuss “How Sales Leaders Can Jump Start The Year”.

    What are the 3 things a sales leader should be doing to ensure they can Jumpstart their year?

    - What are you finding are the biggest obstacles that sales leaders face to consistently exceed quota?
    - What can they do to overcome each of these obstacles?
    - What are the top 1% of sales leaders doing to drive sales performance?
  • Next-Gen Financial Services: exploring the potential of AI and voice
    Next-Gen Financial Services: exploring the potential of AI and voice
    Technova Recorded: Dec 19 2019 59 mins
    Adopting new technology to better deliver for customers

    Increasing customer expectations, the constant threat of disruption and on-going regulatory requirements has ensured digital transformation remains high on the agenda for financial services firms. AI is already playing a role in refining customer interactions, with RPA and robo-advice at the fore, but with voice next on the horizon, it is vital that firms stay ahead of the innovation curve.

    Achieving outstanding customer experiences, increasing revenue per customer and overcoming common hurdles to adoption.

    Hear how financial services organisations are harnessing the power of AI and voice across the sector.
  • Maximize Success by Building a Peak Performance Sales Team
    Maximize Success by Building a Peak Performance Sales Team
    Jamie Crosbie, The Top Sales Talent Expert Recorded: Dec 18 2019 46 mins
    Do you know what the missing piece is to grow and sustain peak sales performance among your sales team? Most Sales Leaders spend the majority of their team development time focusing on teaching or improving sales skills BUT 80% of sales success is based on mindset and ONLY 20% of sales success is based sales skills set. If only 20% of the success quotient is based on skill set - why are we solely focused in that area? We must learn what we can do as Sales Leaders to build a peak performance mindset sales organization so we can achieve maximum sales results!

    You will learn:

    1. Learn to change the trajectory of the success of your sales team by at least 38%
    2. Determine how to maximize each sales team member to their full potential
    3. Teach your team to engage in a growth mindset which will propel sales results
    4. Learn the key qualities to evaluate to hire team members with a peak performance mindset
  • How to Build an Unstoppable Revenue Machine for 2020
    How to Build an Unstoppable Revenue Machine for 2020
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Dec 17 2019 45 mins
    2020 is fast approaching and there are effective actions you can take to ensure a better upcoming revenue year. In this presentation, revenue growth expert Christopher Ryan shares proven strategies and best practices for building a foundation for marketing and sales success. Specifically, seven revenue dynamics will be covered, including how to assess where you are at on the revenue growth path. Addressing any one of these dynamics can improve your revenue results, optimizing all seven can catapult your results, and give you great competitive advantage.

    Ryan will discuss the lead-to-revenue (L2R) model which consists of all the processes, tools, and people involved in each stage of the buyer’s journey, from initial awareness to close of the business. This L2R model may need a tune-up or an overhaul and the theme of this event is that what got you here may not get you there. To have a better year, we need to take a close look at our existing marketing and sales processes, and then work to improve where necessary to build a foundation for future success. Examples will be shared of companies that have taken these revenue growth steps and achieved great success.

    You will learn how to:
    1. Quickly determine your place on the revenue growth curve.
    2. Evaluate the level of alignment between your marketing and sales organizations.
    3. Test and improve your branding and positioning relative to the competition.
    4. Discover and plug any sources of revenue leakage.
    5. Build a framework that supports consistent revenue growth.
  • B2B Marketing that Sales Teams Love
    B2B Marketing that Sales Teams Love
    Merinda Peppard, B2B Marketing Director EMEA Recorded: Dec 17 2019 49 mins
    B2B marketers are continuously facing challenges with today’s marketing landscape. According to Econsultancy, marketers on average are using 21 or more digital marketing products. Without one source of truth, B2B marketers are unable to provide personalised interactions, leverage artificial intelligence, and gain actionable insights needed for sales teams to close more deals. However, with the right solution in place, marketing and sales can align to focus on the same goals and drive more revenue for their business.

    Join us as we share tips and best practices for finding more leads, closing more deals, and maximising marketing ROI by connecting sales and marketing to grow your business faster.

    Learn how to:

    Find and nurture more leads with smart digital advertising and powerful marketing automation.
    Close more deals by aligning sales and marketing
    Maximise ROI with intelligent campaign insights
  • Selling with Style – An Effective Way to Overcome Communication Style Bias
    Selling with Style – An Effective Way to Overcome Communication Style Bias
    Paul Watts, The Consultative Selling Expert Recorded: Dec 12 2019 44 mins
    One of the most common barriers to sales success is communication style bias, and yet it is one of the least well known. In this webinar we will discuss the four primary social styles and how you can communicate more effectively with each, significantly improving your chances of sales success and shortening the sales cycle.

    You will learn:

    1.The different social styles (communication styles)
    2.How to recognize the ‘social style’ (communication style) of the person in front of you
    3.How to adjust your own style to improve your communication with that person
  • What's Your Digital Game Plan? A Playbook For Success
    What's Your Digital Game Plan? A Playbook For Success
    Jesse DeMesa, Partner, Momenta Partners Advisory Recorded: Dec 12 2019 57 mins
    There is no one-size-fits-all-strategy for implementing digital innovation, but there are best practices and experiences you can leverage to enable your firm's road to change in the 21st century. Momenta Partners has created a playbook gleaned from practitioner's perspectives on how to best navigate digital transformation, and we'll share our insights with you in this webinar. This webinar is for CEOs and leadership teams seeking insights and actionable intelligence by example.

    We will take a look at:

    - The steps of a firm's digital transformation journey
    - The best approaches to beginning your transformation journey
    - Getting your team to embrace digital transformation
    - Building a playbook to help you achieve your transformation goals
    - Best practices for adoption
  • How Small Marketing Teams Can Deliver Big Results
    How Small Marketing Teams Can Deliver Big Results
    Daniel Yamoah, Marketing Automation Lead, Pardot UK Recorded: Dec 12 2019 38 mins
    Working with limited marketing resources? Size isn’t everything. With the right approach, a small, savvy team can deliver the kind of marketing ROI that many larger Marketing departments can only dream of.

    Register for our webinar and learn strategies and tools for optimising your marketing efforts and driving growth. We'll share best practices and let you in on the secrets to the most successful tactics to boost your pipeline.
  • How Adobe Document Cloud can help you achieve a paperless office
    How Adobe Document Cloud can help you achieve a paperless office
    Steve Walker, Solutions Consultant, Adobe Recorded: Dec 11 2019 25 mins
    Join us in our virtual, animated studio for this video webinar to discover how Adobe Document Cloud can help you unlock the power of digital document workflows. You’ll learn how to do the following:

    • Obtain accountability and tracking capabilities for every document
    • Give your teams the power to deliver paperless experiences to customers on any device
    • Create forms in Adobe Acrobat and Microsoft Office
    • Automate the storage of documents in Microsoft SharePoint
    • Build intelligent document workflows using Adobe Sign and Microsoft Flow
    • Ensure better security, collaboration, and organisation within your company.

    There will be live Q&A session at the end of the webinar.
  • La estrategia omnicanal: ¿ha quedado desfasada?
    La estrategia omnicanal: ¿ha quedado desfasada?
    Vanessa Hodgkinson, Especialista de Retail, Openbravo Recorded: Dec 10 2019 42 mins
    La necesidad por la omnicanalidad es más importante que nunca, por lo que en este webinar analizamos qué puede estar frenando su implementación omnicanal y cómo Openbravo Commerce Cloud puede a superar los obstáculos para lograr una venta omnicanal exitosa.
  • Creating the Sales Culture that Makes Sense for Your Team
    Creating the Sales Culture that Makes Sense for Your Team
    Deb Calvert, sales researcher, trainer, coach, author, and speaker Recorded: Dec 3 2019 46 mins
    Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

    We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).
  • AI and Analytics for Every Business Process
    AI and Analytics for Every Business Process
    David Gibbons, Senior Director, Product Marketing, Salesforce Jan 29 2020 10:00 am UTC 30 mins
    AI solutions at Salesforce promise to make companies more productive by augmenting the decisions they make with relevant information. But in practice, how can you deliver algorithmic insights at scale for your business at the moment of action? Join this session to see some real-world examples of data and analytics intelligence in action and hear from our customers to find out how they're optimising their business across industries, including financial services, to drive growth through data and analytics.
  • CX Transformation Approach for Telcos Using Design Thinking and Machine First™
    CX Transformation Approach for Telcos Using Design Thinking and Machine First™
    Dhananjay Hegde, Industry Transformation Group Lead, Cognitive Business, Communications, Media and Information, TCS Jan 29 2020 12:30 pm UTC 29 mins
    Digital orchestration is helping telcos reimagine customer journeys. Discover how leading telcos are setting the benchmark on reimagining customer experiences to retain market leadership, improve CX and reduce cost-to-serve by leveraging an automated, analytics-driven, on the cloud, non-intrusive intelligent customer experience center.
  • Embracing Predictive Banking: Loan Growth with Next Best Action
    Embracing Predictive Banking: Loan Growth with Next Best Action
    Dibyendu Mukherjee, Senior Consultant, Advanced Analytics and ML Solutions, Analytics & Insights, TCS Jan 29 2020 3:00 pm UTC 29 mins
    Traditional banks have access to rich customer data. But unless banks proactively leverage digital technologies and advanced analytics, the data fails to deliver ROI. Gain insights into how one bank is harnessing data with a Next Best Action approach to predict customer needs for personal loans and create a wealth of cross-selling opportunities.
  • The Secret Sauce to Better Leads and More Sales Revenue by leveraging LinkedIn
    The Secret Sauce to Better Leads and More Sales Revenue by leveraging LinkedIn
    Peter Strohkorb Jan 29 2020 9:00 pm UTC 60 mins
    If you are in a Sales role you must not miss this webinar on how to generate sales leads on LinkedIn.
    BUT THERE IS A TWIST.
    Unlike other forums, this is not about YOU learning how to do it yourself.
    Instead, Peter will show you how you can have a constant stream of high-quality engagements with your ideal prospects WITHOUT you having to do much work at all!

    So, if you are in Sales you must not miss this critical webinar. Book yourself in now.
  • A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, Marketo Jan 31 2020 2:00 pm UTC 49 mins
    You'll learn:

    - How to select lead generation programs and evaluate successes
    - How to plan email and nurture programs to move prospects through each stage of the marketing funnel
    - Strategic tactics to create sales-ready leads
  • A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    Caroline Hull, Head of Field Marketing, Esther Kim, Sr. Field Marketing, Shannon Mellen, Field Marketing - Marketo and Adobe Feb 3 2020 12:00 pm UTC 38 mins
    You'll learn:

    - Which KPIs to consider when planning your events
    - How to plan different type of events for each stage of the funnel
    - How marketing should align with sales to ensure successful closing events
  • Create Incredible Customer Experiences Using Conversational Marketing
    Create Incredible Customer Experiences Using Conversational Marketing
    Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, an Adobe Company Feb 4 2020 2:00 pm UTC 46 mins
    You'll learn:

    - How to incorporate chat bots into your overall marketing strategy
    - How, when, and why you should use conversational marketing
    - How to measure your success
  • The Whale Hunters Expert Series: Selling Cybersecurity Products and Services
    The Whale Hunters Expert Series: Selling Cybersecurity Products and Services
    Barbara Weaver Smith, The Large Account Sales Expert, with guest, Kim Caves Feb 4 2020 4:00 pm UTC 35 mins
    The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.
    This episode has special appeal for technology companies and sales execs, especially in cybersecurity.

    My guest for this episode is Kim Caves, Certified Partner and Office Head at the Whale Hunters in Calgary, an experienced large account cyber sales exec.

    Sales executives who are selling technology products and services in the cybersecurity market have a multitude of challenges. Whereas 15 years ago there were only a dozen major solution providers in this space, today there are over 1200 vendors and 3600+ products competing to solve cybersecurity problems. Salespeople who want to win large accounts must define and communicate their differentiators.

    You will learn

    1. How to determine who the buyers are.
    2. How to develop trust to understand their vulnerabilities.
    3. When to approach target buyers. After a breach or more strategically?
    4. How to differentiate your offering.
  • Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Jordan Con, Product Marketing Manager, Marketo, an Adobe Company Feb 5 2020 11:00 am UTC 41 mins
    Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he sets the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.

    You'll learn:

    How, when, and why to use journey and impact analytics
    How to prove and improve impact with attribution data
    What goes into good dashboards and reports
  • A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, Marketo Feb 6 2020 11:00 am UTC 60 mins
    Digital ads are an essential component to any good marketing campaign. Watch Paulo Martins, Head of Digital Marketing at Marketo, and Scott Minor, Marketing Program Manager at Marketo, for their webinar, A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel. They dive into the digital campaigns they run at each stage of the funnel, as well as the KPIs they look at to ensure their focus is in the right place.
  • AI in Finance: How to Benefit from Conversational AI
    AI in Finance: How to Benefit from Conversational AI
    Frank Burnett-Alleyne, Director Banking & Financial Services, and Morgana Caldarini, Country Manager Italy Feb 12 2020 10:00 am UTC 45 mins
    AI is transforming almost every aspect of the Financial Services industry and possibly the highest profile of all is the way Conversational AI is being used to deliver services to both customers and employees.

    Think chatbots, intelligent Virtual Assistants and Digital Employees! They deliver significant cost savings and engage with your customers in a highly engaging way, they provide 24/7 personalized services to customers and employees alike and drive tangible market differentiation through initiatives such as ‘the world’s first virtual reality bank’.

    In this highly engaging webinar, Frank Burnett-Alleyne and Morgana Caldarini, two of Artificial Solutions’ leading AI Specialists in finance, will explore case studies from the industry on how Conversational AI is already benefiting BFSI organizations. They will discuss the results, so you have a better idea of what ROI you can expect, and will share practical advice on how best to implement Conversational AI within the financial services sector.

    This webinar will arm you with all the information you need to understand the ‘Why’, ‘How’ and ‘What’ you need to do to successfully implement Conversational AI in your organization.
  • Executive Presence for Sales Leaders: Elevate your Influence and Credibility
    Executive Presence for Sales Leaders: Elevate your Influence and Credibility
    Julie Hansen, The Sales Presentation Expert Feb 12 2020 5:00 pm UTC 45 mins
    Struggling to gain access or make an impact in the C-Suite? Difficulty getting buy-in from team members? Stalled on your career path? You may not need more selling skills, you may need Executive Presence!
    Executive Presence is an underrated quality that allows sales leaders to exercise greater influence both inside and outside of their organization. It is the ability to communicate with confidence, credibility, and clarity in high-stakes situations, and a vital skill for sales leaders whose livelihood depends on inspiring others to take action.
    Fortunately, Executive Presence, like selling skills, can be learned. In this session Julie Hansen takes this critical, but fuzzy quality and breaks it down into tactical steps that sales leaders can take to immediately improve their Executive Presence – and therefore their influence.

    You will learn:.

    1.How to exhibit Executive Presence in those critical first moments
    2.How to speak with vocal authority
    3.What words are sabotaging credibility
    4.How to convey your message with clarity
    5.The power of communicating with passion and purpose
  • What Sales & Account Management Need to Know about Working with Buyers in 2020
    What Sales & Account Management Need to Know about Working with Buyers in 2020
    Warwick Brown, The Key Account Strategist Expert Feb 12 2020 6:00 pm UTC 45 mins
    Do you want to acquire, grow and retain more clients in 2020?
    The world of procurement is changing. Are you ready?
    The Deloitte CPO Survey has just been released and it’s a revealing and surprising look at the state of procurement.

    If you’re in sales or key account management then join this webinar and learn how to navigate the world of procurement in 2020.

    Discover:
    Why consolidation of suppliers could be your biggest risk or your biggest opportunity.
    How you should respond to the procurement risk factors.
    Why procurement is no longer just sourcing, but setting strategy and what you can do about it.

    You will learn:

    Highlights from the Deloitte CPO Survey
    How to make procurement risk factors work for you.
    How to position your organisation as a trusted partner.
    How to create a procurement focused strategy to grow client acquisition and retention.
    All this and much more.
  • In Sales Every Word Matters!
    In Sales Every Word Matters!
    Caryn Kopp, The Chief Door Opener Expert Feb 13 2020 5:00 pm UTC 45 mins
    The bar for sales standards has risen! “Technology-savvy customers have increasingly high standards, and explicitly seek trusted advisors over traditional salespeople.” –Salesforce State of Sales, 3rd Annual

    As sales reps struggle to connect, engage and book more meetings with their target prospects, they almost always overlook the most important element of achieving their goals – their sales message and approach. Personalization at scale doesn’t mean sending more boiler plate spam emails. It means developing targeted, personalized sales messaging that renders the competition irrelevant.

    In this session, you will learn:

    1.Why every word you use and say drives sales success OR not.
    2.Common blind spots when creating sales messaging.
    3.A method for developing a strong sales message that opens the door to more sales meetings.
    4.How this sales message strategy applies to the question’s sellers ask their prospects & clients.
    5.The next step to take right NOW to create better sales messaging.
  • Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals
    Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals
    Steve Landuyt, The Unique Buyer's Experience Expert Feb 14 2020 5:00 pm UTC 45 mins
    Imagine closing a deal with just 1 page!

    In today’s complex business environment, simplicity and clarity of message win the day with Executives and Decision Makers. Our research in conjunction with the Harvard Business Manager indicates 52% of customer executives want more succinct first meetings and 63% want to see improvement with executive summaries to help them sell internally. In this webinar, we will share concepts and sales tools that have been created specifically to satisfy these customer executives’ needs. From Appointment 1-Pagers to Mutually Agree Action Plans and Deal 1-Pagers, these powerful templates will help you qualify, engage and close more of your most important sales opportunities.

    You will learn:

    1.Why ‘1-Pagers’ are received so well by Executives and Buying Center members
    2.How a simple format can help you engage customers and secure their commitment
    3.What it takes to create a detailed ‘1-Pager’ at various stages to accelerate your sales cycle
  • Blockchain-led purposeful and profitable ecosystems
    Blockchain-led purposeful and profitable ecosystems
    TCS Feb 18 2020 1:00 pm UTC 29 mins
    Enterprises need to focus on 4 Ps - People, Planet, Purpose and Prosperity - to sustain in today’s era. The most impactful of all – Purpose - acts as a glue to build an incentivized intelligent & experiential ecosystem, powered by next-gen technologies such as blockchain. Learn how enterprises can develop a purpose-driven blockchain-led strategy.
  • The Inclusive Enterprise: Embracing Employee Diversity through Technology
    The Inclusive Enterprise: Embracing Employee Diversity through Technology
    Anantha P Sekar, Global Head and R Sasirekha Head, Technology Leadership Guild, Conversational Experiences,TCS Feb 18 2020 1:30 pm UTC 29 mins
    Advancements in conversational AI have enabled enterprises to be inclusive and ensure superior employee experience with efficiency and effectiveness. Gain insights into how this creates positive impact spanning diverse linguistic-ethnicity, special needs, multi-generational workforce, recruitment, mobile workforce, field force and corporate events.
  • Powered by Purpose: Ethical Supply Chain Management
    Powered by Purpose: Ethical Supply Chain Management
    Jan Steenberg, Partner, Head of Europe & APAC, Global Supply Chain Practice, TCS Feb 18 2020 3:00 pm UTC 29 mins
    Enterprises in the Business 4.0 era need to make commitments to operate purpose-driven ethical supply networks to create positive outcomes for their employees, business partners, communities and the environment. Discover how next-gen technologies such as blockchain can elevate supply network management and collaboration for delivering on purpose.
  • Is Purpose the new Tech?
    Is Purpose the new Tech?
    Balaji Ganapathy, Global Head, Chief Social Responsibility Officer, TCS Feb 18 2020 4:00 pm UTC 29 mins
    Every company sees itself as a tech company, reimagining the customer value chain, integrating digital technologies to aid growth and transformation. Today, transformation is driving a further shift from being product-centric to purpose-centric. Learn how integrating purpose at the core of your business can result in greater stakeholder value.
  • Eight Components of a Powerful Lead-to-Revenue Model
    Eight Components of a Powerful Lead-to-Revenue Model
    Christopher Ryan, The B2B Revenue Growth Expert Feb 18 2020 7:00 pm UTC 45 mins
    If your goal is to massively grow your B2B company’s revenue and profit, no single tool or tactic is going to get you there. However, an effective Lead-to-Revenue (L2R) model positions you for success by aligning your marketing and sales models so that all your activities are more effective. This game-changing framework eliminates wasted motion and drives revenue and profits sooner by focusing you on the core structural and strategic components you need to succeed. By applying these strategies, you will learn how to out-market and out-sell even the toughest competition.

    Distilling more than 30 years of experience in B2B marketing, working with dozens of leading companies, lead-to-revenue strategist and revenue growth expert Christopher Ryan will provide the information to set-up your L2R model in a way that is effective, consistent and scalable. Specifically, he will share the eight components that go into every successful L2R framework and how to optimize each. He will cover areas like branding, sales models, processes, offers, content, marketing and sales alignment, technology and metrics. You will also hear examples that show you how each component works and set you on the road to great results and strategic B2B marketing clarity.

    You will learn:

    1. Assess your lead-to-revenue readiness.
    2.Spend your money and time on what really works.
    3.Measure marketing’s contribution to revenue.
    4.Build a framework that supports consistency and revenue growth.
  • Four Tips for “New Decade” Sales Messaging
    Four Tips for “New Decade” Sales Messaging
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Feb 19 2020 4:00 pm UTC 45 mins
    A new year is always a whirlwind of activity. You’re sizing up last year’s sales results, while at the same time building marketing and sales programs for the current year. But this year is 2020. A new decade. That’s a big thing. So working on a kickstart for the a new year isn’t enough. You need to think even BIGGER. Now is a great opportunity to look beyond this year and to think about a bigger, more impactful message. Yes – this year’s targets and revenue numbers are insane – and you have to be focused on demand generation and closing deals. BUT with a message that may not resonate in this new period we are in, will you be missing opportunities? So, what do you need to do to upgrade your sales messaging for a new decade?
    You will learn:

    1.Conducting a value proposition audit
    2.How to “mirror test” your key messages
    3.Checking in with your personas for 2020
    4.Translating marketing language into sales conversations
  • How To Lead the (R)evolution with Your Sales Force
    How To Lead the (R)evolution with Your Sales Force
    Mike Kunkle, The Sales Transformation Expert Feb 19 2020 7:00 pm UTC 45 mins
    Have you seen the recent B2B buying research? Study after study report that buyers:
    don’t trust salespeople
    don’t believe they understand them or their businesses
    do more and more of their own research
    aren't getting the insights they want from sellers
    are growing weary of stereotypical seller behavior.

    More than ever before, buyers don’t want to feel “sold to.” Yet, sellers still have quotas and a job to do. It’s a conundrum, for sure.

    Fortunately, there is a path forward. It’s time to shift to a buyer-centric selling system that prepares reps to deal with modern buyers to “help them buy” and earn their respect and trust, while still being able to meet company quotas and succeed in sales.

    The remaining challenge is how to get your sales force moving in this direction and selling in a new buyer-centric way. That’s no small feat, either.

    After outlining why it's time to change and what buyer-centric selling really means, Mike will share how to lead the (r)evolution with your sales force, to change behaviors and achieve mastery with this new methodology.

    You will learn:

    1.Why it’s absolutely imperative to make the shift to a buyer-centric selling system now!
    2.What a buyer-centric selling system really means.
    3.How to guide your sales force through the shift
  • How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    Chad Burmeister, The AI for Sales Expert Feb 20 2020 4:00 pm UTC 45 mins
    The “automation revolution” has arrived and companies in all industries are turning to artificial intelligence to automate repetitive tasks in the sales process. In this session, Chad Burmeister, the AI for Sales Expert, will host Rob Wood, an early adopter of AI for Sales, to learn how ClicData leverages artificial intelligence to create sustainable pipeline.

    You will learn:

    How ClicData leverages AI for Social Sales that helped him reach out to thousands of potential resellers.
  • Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Kristie Jones, The Sales Call Reluctance Expert Feb 20 2020 5:00 pm UTC 45 mins
    Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy. Forty-six percent of sales reps missed their quota in 2018. 

    Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely. 

    In order for sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.

    In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for taking back control, creating specific timelines, and communicating clear expectations to prospects to ensure they know exactly what their role in the sales process is.

    You will learn:

    How to create an upfront contract with prospects that establishes how your sales process works
    How to teach prospects that you’re going to hold them accountable
    Why it’s necessary to give prospects homework and a deadline
    How to establish consequences for a prospect’s bad behavior
    What are the signs that it’s time to walk away from a deal that’s not progressing
  • How Sales & Marketing Work Together
    How Sales & Marketing Work Together
    Ashleigh Burskey, CEO Pistil Brands and Tom Morgan, OVPS, Breakthrough Sales Solutions Powered by Sales Xceleration Feb 20 2020 8:00 pm UTC 60 mins
    It is no longer Sales Vs Marketing, they now work in tandem to generate revenue. Learn best practices for Sales and Marketing working together to drive growth.